1、,外 贸 函 电,第三单元,主讲教师：黄霜林,Enquiry is the first step after the establishment of business. It means that in a business deal the buyer inquiries about the information of the products. Through enquiry, the buyer can know the prices of the goods and possibility of a business deal. It is usually divided into
2、 general enquiry and specific enquiry.,Through general enquiry, the buyer can get the general information about the products he wants to buy, such as the catalog, the sample, etcThrough specific enquiry, the buyer can get the specific information on the specific products he wants to buy, including t
3、he size, the color, and other specification.,Enquiry provides the first step to a business deal and if the enquiry can get a favorable reply, this can become the prelude to good business relationship. Thus it should be noted the writing an enquiry letter is all the more important.,本章写作要点,询价或询盘一般是买方就
4、所要购买的商品向卖方探询，其内容不仅限于价格，同时对于商品规格、性能、包装、和交货期等都可以询问。 询价信通常以简单、清楚和切题为原则，一般在信的开始就写明询价人的兴趣所在。,Unit 3 Enquiries and Replies,Points for attention:1. 询价或询盘是一种询问。按其内容可分为一般询盘（general enquiry)和具体询盘（specific enquiry)一般询盘是买主为了了解情况向卖主索取商品目录本、价目单、样品或样本等等。具体询盘是买主有做买卖的要求，指定商品要求卖主报盘。,在书写一般询盘信时，一定要做到具体，把所需了解的信息阐述清楚，如价格
5、、装期等等。在回信时，确保对方所询问题都给予了回答。 如一买方与卖方初次联系，此买方需先作一自我介绍，如经营范围，所需货物等。如买卖双方是老客户，则询盘信就非常简单了。,初次询盘信一般包含以下内容： 简单告知如何获得卖方的名址，写一些你方的业务情况。 你地市场需对方经营的货物告知对方你所需的信息,1A General Enquiry 一般询盘Dear Sirs,We are glad to note from your letter of 1st Sept. that as exporters of Chinese Cotton Piece goods you are desirous of
6、entering into direct business relations with us. This happens to coincide with our desire.,At present, we are interested in Printed Shirting and shall be pleased to receive from you by airmail catalogues, sample books and all necessary information regarding these goods so as to acquaint us with the
7、quality and workmanship of your supplies. Meanwhile please quote us your lowest price CIF Vancouver inclusive of our 5% commission, stating the earliest date of shipment.,Should your price be found competitive and delivery date acceptable, we intend to place a large order with you.We trust you will
8、give us an early reply.Yours faithfully,2 A Specific Enquiry (进口商具体询盘),Dear Sirs,Our customers are interested in your “Swan” Brand Towels and ask us to approach you for quotations and samples of the goods available for export now. We will appreciate it very much if you will quote us your lowest pric
9、e CIFC5 New York 250 000 dozens for Art. No. AK-16, indicating the earliest date of shipment and your payment terms.,For your information, competition from similar makes is very keen here. Please see to it that your price is quite in line with the current market so as to enable us to secure more ord
10、ers for youWe are looking forward to receiving your favorable reply.Yours faithfully,3A Specific Enquiry零售连锁商询盘Dear Sir or Madam: We are very much interested in importing selection of sweaters in popular demands. We are a large chain of retailers and looking for a manufacturer who could supply us wi
11、th a wide range of sweaters for the teenage market.,As we usually place very large orders, we would expect a quantity discount in addition to a 10% trade discount off net prices, and our terms of payment are normally 30 days bill of exchange, documents against payment. If these conditions interest y
12、ou, and you can meet orders of over 1000 pcs. of garments at one time, please send us your current catalogue and price-list. We hope this will be a good start for a long and profitable business relations Yours faithfully,词组荟萃,regarding prep. 关于 I wrote a letter regarding the shipment. . 我写了一封关于装船的信。
13、 类似的词组有： in reference to; with respect to; concerning. as regards in regard to with regard to,quotation n. 报价(单), 行情表 引用语, His quotation for painting my house was too high. 他为我油漆房子索价太高。 quotation list 报价单 give ( send /make ) sb. a quotation for sth. 报给某人某种商品的价格 please make us your best quotation for
14、 100 pcs of Sewing Machines, CIF Singapore. 请报100台缝纫机CIF新加坡最低价,quote vt vi 报价 开价； please quote (us) immediately your most favorable (best/lowest) price CFR London. 请速报最低成本加运费伦敦价 Which book do these quotations come from? 这些引文出自哪本书？ quote sb. a price for sth. 向某人就某种商品报价 This is the best price I can qu
15、ote(you) All prices are quoted in US dollars at a special discount of 10%,有关样品方面的词组： as per sample 按照样品 on the basis of sample 根据样品 counter sample 回样，对等货样 equal to sample 和样品相同 full range of sample 全套样品 free sample 无价样品 outturn sample 到货样 up to sample 达到样品，比得上样品 representative sample 有代表性样品 sample b
16、ook 样品册 sample pad 样品 duplicate sample 复样 sample of no value 无价样品 sample of no charge 免费样品 sample free of charge 免费样品 sample post 样品邮寄 sample for reference 参考样品 sample invoice 样品发票,a wide range of 广泛；涉及的所有范围;各种各样的 range n 范围 ；界限 （一）系列，（一）种，（一）类 a wide price range.极大的价格变化范围 a range of = a set of 一套同类
17、的不同物件 a range of gardening tools 一套园艺工具 a full range of samples: 一整套样品 a full range of shipping documents:一整套装运单据。,discount n. to sell or offer for sale at a reduced price. 折扣 a discount market; 打折商场 discount merchandise.；打折商品 quantity discounts 数量折扣 cash discount： 现金折扣 The highest discount we can a
18、llow(give/make/grant)on this article is 10%. On regular purchases of quantities of not less than 300 of individual items, we would allow a trade discount of 5% at a discount 打折扣；不值钱的；不受重视的,meet vt to satisfy (a need, for example); fulfill: 满足（如需要）；实现： meet all the conditions in the contract. 符合合同中的所
19、有条款 Does the hotel meet your expectations? 这家旅馆符合你的要求吗? meet (satisfy)your requirements 满足你方需求 类似的还有： meet (satisfy)your needs meet(satisfy) your demand We hope our supply can meet the needs (requirements/demand) of your clients Well do our best to meet your needs (requirements/demand).,brochure n.
20、a small booklet or pamphlet, often containing promotional material or product information.小册子：一种小书或册子，常包括推销材料或产品信息 a holiday brochure 假日指南 类似的词还有： catalogue目录; booklet /pamphlet小册子; leaflet 单页说明书 literature （文字）说明书 manual 产品手册 folder 折叠式印刷品 bulletin 简报,公报,Exercises,Complete the following sentences i
21、n English 1.,这是我们最好报盘which you cant obtain elsewhere. 2. Owing to the frequent fluctuation of raw materials, it is impossible for us 将报盘保留有效至十月底 3. We will be much obliged 如能报1000台彩电东京交货价 4. The quantity available is limited,望尽快接受我方报盘 5. Details regarding our usual trade terms,承索即寄 6. Please make us
22、 an offer,说明最早交货期及可供数量 7关于标题商品 we now offering you as follows: 8According to you request随函附上一份最新的报价单供参考,Translate the following,I Be in a position to do sth.能够做某事 Competitive prices 竞争性的价格 Financial standing, business capacity and character资金情况，业务能力和信誉 Quote CIF London 报CIF伦敦价 Confirmed ,irrevocable
23、 L/C 保兑的，不可撤销的信用证 Selling season 销售季节 Supply from stock 现货供应 In our favor 以我方为受益人,II Since the competition of textiles is very keen in our market, it is necessary that you quote us rock-bottom prices.由于纺织品在我方市场竞争激烈，你方有必要报最低价。,2. We shall place substantial orders with you provided your new products a
24、re excellent in quality and competitive in price.只要你方产品质量优良，价格有竞争性，我们将向你们大量订购。,3. There is a steady demand here for bicycles of high quality ,as cycling is popular in our country.由于我国骑自行车很普遍，此地对高质量的自行车有稳定的需求。,4. Will you please grant us a special allowance on annual total purchases above USD 20,000?
25、 This would enable us to maintain the low selling prices that will be an important reason for the growth of our business,如果每年总购买量在2万美元以上，请能给予我方特别折扣。这样可使我们保持较低的销售价，这将是我们贸易发展的一个重要因素。,5. In reply to your letter dated March 28, we enclose our latest illustrated catalogue for your reference.兹复你方3月28日函，我们
26、附上最新的带有插图的目录单，供你方参考。,6. 请报最好的CIF上海价格，注明最早装运期。Please quote us your best CIF Shanghai prices, stating the earliest date of shipment.,7. 如果你方价格有竞争力，我们愿首次订购1200打，即每种型号各400打。If your prices are competitive, we are willing to place our first order for 1200 dozen, ie, 400 dozen of each type,8. 请放心，贵公司给我们的任何
27、订单都将得到我们迅速和仔细的处理Please rest assured that any orders you may place with us will have our prompt and careful attention.,9. 收到贵公司8月2日询价，得悉你们对我们MP208型号的真空吸尘机感兴趣，现将你们所需的插图目录单和价格表寄给你们,We have received your enquiry of August 2 and learn of your interest in our Vacuum Cleaners MP208. We are now enclosing ou
28、r illustrated catalogues and price list you asked for,10. 对于定期购买单项商品数量不少于800打，我们可给予3的折扣，用保兑的、不可撤销的即期信用证付款。,On regular purchases in quantities of not less than 800 dozen of individual items, we would allow you a discount of 3%. Payment is to be made by confirmed , irrevocable L/C at sight.,Writing,Particulars: Messrs. Arthur Grey & Son write to China National Import & Export Corporation, stating that they have an order to supply a hotel with table-cloths. They request samples in handsome designs of medium and best linen(亚麻）suitable for the purpose.,
